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BTA Southeast Spring 2011 District Event

BTA Southeast's Winter Break 2011, open to BTA members and non-members, will feature five education sessions, each sharing industry-specific insight, strategies and practical advice that will help attendees boost their bottom lines. The conference will also include a round-table discussion on the topic of copier/MFP security, networking events and a trip to Universal Studios Florida.

To register for this district event, click here.*

*Note: Registration is only open to office technology dealership personnel.

Schedule of Events:Thursday, Feb. 17: The General Registration program will kick off at 9 a.m. with four education sessions and a round-table discussion. In between sessions, there will be breaks for lunch and time to visit with exhibiting sponsors. A cocktail reception will be held from 5:15 p.m. until 7:15 p.m., allowing attendees to network with fellow dealers and exhibiting sponsors.

Friday, Feb. 18: Jim Kahrs' education session will begin at 8:30 a.m. and will end at 12:30 p.m. There will be time to visit with exhibiting sponsors during breaks. After the session, attendees will depart for an afternoon at Universal Studios Florida.

Our industry has had financial benchmarks for years, yet many dealers are not able to achieve them. There are dozens of reasons that get the blame, but that doesn't really change anything. In this session, you will learn the key elements that, if done correctly, will do more for your bottom line than you could ever imagine. Implementing these strategies will make a significant difference.

Guy Worzel, a performance analyst at BEI Services Inc., has spent more than 30 years in the office technology industry. While living in New York, he worked as a technician at a copier/MFP dealership and, in time, was promoted to field service manager. He eventually became a parts manager and trained personnel at a major independent copier/MFP dealership on its car restocking program using OMD."Prospecting Effectively to Your Ideal Customers"Kate Kingston, Kingston Training Group

In this presentation, Kingston will share real-time tools and techniques with handouts and takeaways that your sales team can use to make more meetings at the C-level immediately and continuously.

Kate Kingston, founder and president of Kingston Training Group, is a motivational sales trainer specializing in making more qualified meetings. With more than 17 years of success in making appointments with decision makers, Kingston is a recognized authority on lead generation, cold calling and new business development. She is a sales-driven, energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions."The Business Model for Managed Network Services"Mitch Morgan, Growth Achievement Partners

The managed network services (MNS) business is a natural next step for many dealers who are seeking to build a profitable, growth-oriented business model. The shift in the IT services market to a recurring revenue model is occurring now. This opportunity can lead to a series of growth-oriented expansion opportunities in the cloud computing space. This market is forecasted to have a CAGR of nearly 30 percent over the next 36 months. The business model is attractive, the growth rate is high and the opportunity exists within your current customer base. What do you need to do to successfully build this adjacent business model? Morgan will be discussing the requirements to be successful in this market and will provide the information dealers need to plan for success.

Mitch Morgan founded the Connectivity Dealer Program from NIA in 1991. After his businesses were acquired by IKON Office Solutions in 1996, he led their Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005."Building High-Performance Teams"Jeff Westerberg, Westerberg & Associates Consulting

In this session, Westerberg will review the six characteristics of a high-performance team: common purpose, clear roles, accepted leadership, effective processes, solid relationships and excellent communications. He will then elaborate on each characteristic and discuss how attendees can use this model to improve collaboration, teamwork and achieve greater results at their dealerships.

Jeff Westerberg is president of Westerberg & Associates Consulting. He has more than 25 years of leadership experience, with more than 15 years in the management consulting and training industries. Throughout his career, Westerberg has been involved in selecting, coaching, training, leading and motivating individuals, leaders and teams to be their very best."Leadership Essentials"Jim Kahrs, Prosperity Plus Management Consulting Inc.

Leadership is one of the most misunderstood topics in management. When managers are asked to define leadership or what makes a good leader, many struggle to even put it into words. Yet, without strong leadership, a business doesn't achieve the level of success it could or should. The good news is there are very specific components to good leadership. In this session, Kahrs will take a closer look at what leadership really is and what makes a good leader. From there, attendees will work through four management tools that will help any manager become a better leader. Attendees of this session will leave with real-world leadership and management tools that can be implemented immediately upon returning to the dealership.

Kahrs has been a leader in the office systems industry for more than 20 years. He has been recognized as a top sales producer, sales manager, operations manager, dealership executive and business consultant. As president of Prosperity Plus Management Consulting, Kahrs works directly with office technology dealership principals and senior executives, helping them improve their sales, cash flow and bottom-line profitability. He has also helped many dealers successfully navigate the sales of their dealerships or the purchases of other dealerships. Round-Table Discussion: "Digital Copier/MFP Security"Facilitator: Bill James, WJS Enterprises Inc.

Are your customers asking how to secure their copier/MFPs in light of the April 19 report by the CBS Evening News? What aspects of copier security are they requesting? Hard drive security? Erasure? Encryption? Destruction? End-of-life protection for data? Network access and or leakage? How can your association help? Join us in this discussion group as we address this timely topic.

Bill James is the system support manager at WJS Enterprises Inc., a Canon dealership in Metairie, La. He has been at the company for 17 years and has been in the industry for 37 years. He has served in all chairs in BTA Southeast, as well as the New Orleans local chapter. He has also been the appointee for BTA Southeast on the BTA Board of Directors for the past three years and served as national president during the 2009-2010 year.

Front Runner:Feb. 15-16Attendees will receive FREE General Registration to the BTA Southeast district event.

John Hey and John Hanson of Strategic Business Associates will be offering BTA's ProFinance 2.0 as a front runner to the BTA Southeast event. Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS) the business has changed — and ProFinance has changed with it. ProFinance 2.0 incorporates these changes into the new industry model, including benchmarks for MPS. With more than 30 key benchmarks, this management tool will help you and your team achieve double-digit operating income. This workshop will be a half day on Feb. 15 and a full day on Feb. 16.

Already attended ProFinance? BTA members can attend a second time for 50% off the member price. (Coupons do not apply.)